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LinkedIn Learning

Value Realization Best Practices for Customer Success Management

via LinkedIn Learning

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Overview

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Learn how to determine a customer’s required outcomes and measure activities and outputs to prove the value of your solution in helping to attain those outcomes.

Syllabus

1. Understanding Customer Value
  • Overview of understanding customer value
  • Promised and anticipated value
  • Determining the value generated
  • Value is not always the same
  • Consultative questioning
  • Selecting key performance indicators (KPIs)
2. Helping the Customer to Attain and Measure Value
  • Problems with value realization
  • Measuring progress
  • Steps in the performance management process
  • Defining the outcome requirements and KPIs
  • If stakeholders don't know or cannot agree what they want

Taught by

PracticalCSM

Reviews

4.7 rating at LinkedIn Learning based on 318 ratings

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